Ray Collis

Selling Higher: Your Essential ‘C Level’ Glossary

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer.  That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past.  Adding some new words to the sales vocabulary is required.   Are You Speaking The […]

 John O' Gorman

Selling Higher – Are You Ready to Climb?

Selling Higher – Are You Ready to Climb?

The fact that decisions are being made at a higher level requires a totally different approach to selling.  It can present many challenges for the salesperson, including access.  Indeed, our experience of dozens of United Kingdom sales campaigns suggests it is 50% more difficult to access C level (CEO, CFO, or CTO) executives in major […]

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